Principal Partner Manager - Technology Alliances
WFA Digital Insight
The demand for skilled partner managers in the tech industry has surged, with a 25% increase in job postings over the last year. As companies like Datadog expand their global reach, professionals with expertise in GTM strategy and alliance management are in high demand. With its cutting-edge observability and security platform, Datadog offers a unique opportunity for partner managers to drive growth and innovation. Before applying, candidates should be prepared to showcase their ability to navigate complex technology ecosystems and develop strategic partnerships. With the right skills and experience, this role can be a launching pad for a successful career in tech.
Job Description
About the Role
The Principal Partner Manager - Technology Alliances role is a critical position at Datadog, responsible for driving high-priority ISV go-to-market partnerships globally. As a key member of the team, you will work closely with the Datadog Product team to develop and execute joint GTM strategies, maximizing revenue opportunities through sales motions. This role requires a highly strategic and execution-focused leader with a deep understanding of the ISV ecosystem, cloud technologies, and GTM strategy.The ideal candidate will have a proven track record of driving sales growth and partnership development in a fast-paced tech environment. You will be responsible for owning and scaling strategic ISV GTM partnerships, leading Datadog's GTM strategy with ISV partners, and managing key partner alliance and field relationships.
What You Will Do
- Own and scale strategic ISV GTM partnerships, leading Datadog's GTM strategy with ISV partners
- Work closely with the Datadog Product team to develop and execute joint GTM plans
- Build and drive the GTM plan, working closely with Datadog Channels & Alliances team members globally
- Drive revenue growth by identifying and executing joint business opportunities, including Power of 3 campaigns with reseller/SI partners
- Ensure Datadog fully leverages ISV GTM partner programs and GTM funding opportunities
- Create new routes to market, including joint product listings on Cloud Marketplaces
- Develop Sales Playbooks and messaging with internal Product and Marketing teams
- Train and support Datadog's global Channels & Alliances and field sales teams on partnership benefits, co-sell motions, and offerings
- Measure and optimize partnership GTM performance using key metrics (pipeline, revenue, incentives), presenting to leadership regularly and continuously refining strategy to maximize impact
What We Are Looking For
- 10+ years of experience in partner-facing business development, strategic alliances, or channel sales at a software as a service or cloud organization
- Experience working with Product organizations in complex technology areas (e.g., AI, security)
- Ability to quickly understand technical concepts and explain them to others verbally and in writing
- Skilled in driving sales, partner sourced and partner influenced opportunities
- Experienced in working with Technology, Cloud, and/or ISV Alliances
- Strong understanding of GTM strategy and partner ecosystem
- Excellent communication and interpersonal skills
- Ability to work in a fast-paced environment and prioritize multiple tasks
Nice to Have
- Experience working with global teams and managing local internal teams
- Knowledge of cloud marketplaces and joint product listings
- Experience with sales playbooks and messaging development
- Familiarity with key metrics (pipeline, revenue, incentives) and data analysis
Benefits and Perks
- High income earning opportunities based on performance
- New hire stock equity (RSU) and employee stock purchase plan (ESPP)
- Continuous professional development, product training, and career pathing
- Intra-departmental mentor and buddy program for in-house networking
- An inclusive company culture, opportunity to join our Community Guilds
- Generous global benefits, including health insurance and retirement plans
- Remote work options and flexible work arrangements
- Access to cutting-edge technology and tools
- Opportunities for professional growth and advancement
How to Stand Out
- Develop a strong understanding of GTM strategy and partner ecosystem to stand out in the application process
- Showcase your ability to drive sales growth and partnership development in your previous roles
- Prepare to talk about your experience working with complex technology ecosystems and developing strategic partnerships
- Highlight your excellent communication and interpersonal skills, as well as your ability to work in a fast-paced environment
- Research Datadog's products and services to demonstrate your interest in the company and role
- Be prepared to discuss your experience with data analysis and key metrics (pipeline, revenue, incentives)
- Consider creating a portfolio or case studies to demonstrate your skills and experience in partner management and GTM strategy
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